Business and Management INK

Read Journal of Marketing Education’s Special Issue on Sales Education and Training for Free!

July 23, 2014

class-room-990536-mWhat factors influence undergraduate business students’ decision to pursue sales education? What’s the role of self-efficacy in sales education? Can an interactive computer simulation teach students sales ethics? Journal of Marketing Education‘s Special Issue on Sales Education and Training explores these topics and more!

James W. Peltier of the University of Wisconsin-Whitewater and Andrea L. Dixon of Baylor University collaborated on the issue’s Editor Corner:

Welcome to this Journal of Marketing Education (JME) Special Issue on Sales Education and Training. We proposed this Special Issue as demand for college graduates with a sales degree/major/minor/emphasis/interest continues to escalate. In addition to being the most common career entry point for marketing students, a 2010 Georgetown University study found that sales is a top-ranked career for a number of disciplines outside of marketing. Interestingly, sales JME(D)_72ppiRGB_powerpointranked second for students majoring in general business, economics, international business, and management. Sales ranked third for students majoring in finance, operations management, HR, and management information systems. Across campus, sales ranked second/third for students in the social, natural, and physical sciences and in liberal arts and communications.
While the demand for graduates to work in sales grows, there is a shortage of scholarly articles dealing specifically with sales curricula and sales pedagogy. In fact, the marketing education literature has been relatively slow in responding to changes in sales education and training. Of the over 800 articles published in JME’s history, only 27 papers deal with sales education (see Gray et al., 2012).
The absence of research in sales education is not due to a lack of activity or paucity of scholars in this area. According to DePaul’s Universities and Colleges Sales Education Landscape Survey, sales curricula grew from 44 U.S. programs in 2007 to 101 programs in 2011. As demand for sales-ready graduates grows, universities are trying to meet this demand by expanding curricular offerings, opening sales centers, and hiring sales faculty. We initiated this Special Issue with a goal of engaging scholars in this area and sparking additional research.
Journal of Marketing Education‘s Special Issue on Sales Education and Training includes sections focusing on recruiting and developing the student mindset, self efficacy and sales, and the classroom and teaching tools. Click here to access the table of contents and read the articles for free for the next 30 days! Make sure to click here to sign up for e-alerts and be notified about all the latest research from Journal of Marketing Education!
0 0 votes
Article Rating

Business and Management INK puts the spotlight on research published in our more than 100 management and business journals. We feature an inside view of the research that’s being published in top-tier SAGE journals by the authors themselves.

View all posts by Business & Management INK

Related Articles

Disruptive Technologies and Local Regulations: Policy Leaning in Venue Shifting
Business and Management INK
November 22, 2023

Disruptive Technologies and Local Regulations: Policy Leaning in Venue Shifting

Read Now
Shared Leadership: What Do Employees Think About It?
News
November 6, 2023

Shared Leadership: What Do Employees Think About It?

Read Now
Organized Creativity: Creative Processes and Constraints
Business and Management INK
October 20, 2023

Organized Creativity: Creative Processes and Constraints

Read Now
Top Five Takeaways from AOM on Business and Management in a Challenging World 
Business and Management INK
October 17, 2023

Top Five Takeaways from AOM on Business and Management in a Challenging World 

Read Now
From Rejections to Reflections: Unveiling the Role of Horizontal Linkages in Academia

From Rejections to Reflections: Unveiling the Role of Horizontal Linkages in Academia

Mental health issues in early-career researchers are on the rise: could “horizontal linkages” amongst peers help foster emotional support? Lucas Amaral Lauriano, Julia Grimm, and Camilo Arciniegas Pradilla reflect on the origins of their paper, “Navigating Academia’s Stressful Waters: Discussing the Power of Horizontal Linkages for Early-Career Researchers.”

Read Now
What You Should Know About Megaprojects and Why: An Overview

What You Should Know About Megaprojects and Why: An Overview

This article by Bent Flyvbjerg examines the misconceptions and strategic misrepresentations that routinely result in the implementation of projects for which there is inadequate justification, absorbing funds that could have been better spent elsewhere.

Read Now
Improving Well-being in Families of Children with Additional Needs

Improving Well-being in Families of Children with Additional Needs

Many families around the world are caring for members with additional needs, which can be complex, unpredictable, and long-term. The challenges related to caregiving of this nature affect not only parents but also siblings, grandparents, and other members of the extended family.

Read Now
Subscribe
Notify of
guest

This site uses Akismet to reduce spam. Learn how your comment data is processed.

0 Comments
Inline Feedbacks
View all comments